campus fundraising (tim caboni)

8/7/2019 Campus Fundraising (Tim Caboni)

1/19

QuickTime and aTIFF (Uncompressed) decompressor

are needed to see this picture.

Higher Education Fund RaisingHigher Education Fund Raising

Timothy C. Caboni

Assistant Dean

Vanderbilt Universitys Peabody College

Presentation to the

National Press Foundation

31 October 2006

New York, New York


2/19


3/19



PLANNED

GIVING

Bequests

Wills/Legacies

Estate Gifts

NetWorth Gifts

MAJOR GIVING

Endowment Campaigns

Capital Campaigns

Special Projects

From Individuals/Corporations & Foundations

ANNUALGIVING TO/FROM I.E.

SupportGroups

SpecialEventsandBenefits

Annual Campaigns

DirectMail Program

Thegeneralpublic

Investment

Involvement

Interest

Information

Identification

Pyramid of Giving


4/19




5/19




6/19




7/19



Gift PyramidGift Pyramid 60% of gifts come from 10% of donors

15-25% of gifts come from 20% of donors

15-25% of gifts come from 70% of donors


8/19




9/19




10/19



Building and Maintaining the BaseBuilding and Maintaining the Base

Acquisition mailings Enlist new donors

NeverGivers

Renewals produce income (sybunts,

lybunts)

First time givers renew at 50% rate, after

that, 70-80%

50% or your returns come in the first week


11/19



PLANNED

GIVING

Bequests

Wills/Legacies

EstateGifts

NetWorthGifts

MAJOR GIVING

Endowment Campaigns

Capital Campaigns

Special Projects

From Individuals/Corporations & Foundations

ANNUALGIVING TO/FROM I.E.

SupportGroups

SpecialEventsandBenefits

Annual Campaigns

DirectMail Program

Thegeneralpublic

Investment

Involvement

Interest

Information

Identification

Pyramid of Giving


12/19



Stages in the cycleStages in the cycle

1 Identification

2 Research

3 Planning

4 Cultivation

5 Solicitation

6 Stewardship

7 Renewal


13/19



Principles ofGift ChartsPrinciples ofGift Charts The first two gifts should equal 10% of the goal:

$100,000

The next four gifts equal an additional 10% of thegoal: $100,000

The remaining gifts are flexible and can be broken

down into various categories: $800,000.

This chart is most effective with fundraising goals

of $25,000 or more


14/19



$1M Gift Table$1M Gift Table


15/19



Efficiency vs. EffectivenessEfficiency vs. EffectivenessDifference between effectiveness (maximizing the netbetween total gifts less fund raising costs) and efficiency

(minimizing the average cost per dollar raised)

The objective of an institution's fund-raising program

should not be to spend as little as possible each year to

raise money, but to maximize the net.


16/19



Efficiency vs. EffectivenessEfficiency vs. Effectiveness

A program that annually produces $2 million at acost of $160,000, or 8 percent, may look good andis indeed efficient, but one that produces $3million at a cost of $300,000, or 10 percent, ispresumably of more help to the institution [i.e.,

more effective]

-- it is bringing in $860,000 more.


17/19



Return on Investment AnalysisReturn on Investment Analysis ROI = Funds raised as a percentage of fund

raising expenses

Bottom line cost percentages are not a

useful measurement for internal

management purposes

Performance of one kind of fund raisingprogram cannot be evaluated against others


18/19



ROI AnalysisROI AnalysisCategory of Fund Raising Activity

Fund RaisingInvestments # of Gifts

Amount ofGifts

Average GiftSize ROI

MinimumROI

ROI VarianceAbove/Below

I. Capacity Building (Not intendedto produce net income)

Non-income producing capacity building 120,000$ NA NA NADonor acquisition (Constituencybuilding) 550,000$ 2,683 345,000$ 129$ 63%

Public Relations and Alumni Relations 120,000$ 45 24,000$ 533$ 20%

Total Capacity Building 790,000$ 1,385 369,000$ 266$ 47%Fund Raising Costs % 214%

II. Net Income ProducingDonor renewal - soliciting prior donors


19/19



Contact InformationContact Information

Timothy C. Caboni

Vanderbilt Universitys Peabody College

Box #514

Nashville, TN 37203

615-343-6222

[email protected]

peabody.vanderbilt.edu/faculty/lpo/caboni.htm

campus fundraising (tim caboni)

Documents